New Blog & Web Address

Please join me at the new location that will host both my blog and my website:  http://tomhackelman.net

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I look forward to seeing you there!

Shift from Dreaming to Doing

"The way to get started is to quit talking and begin doing." -- Walt Disney

Walt Disney's theme parks are the result of a lot talking and years of dreaming, but Walt Disney made them a reality.  When his park opened in Orlando, he had already passed but his family knew the truth.  While he wasn't there to personally witness the actual opening of his theme park, he had, in fact seen it in his mind as he dreamed of what could be.

The key for Walt Disney is he took action.  In spite of years of failure and seven bankruptcies, he didn't keep talking and dreaming.  Walt Disney took action.

Too often we are all guilty of talking a lot about an idea.  We debate the pros and cons, but never take that first critical step.  We talk ourselves out of taking action or, perhaps worse, we develop paralysis by analysis.  And when we do eventually take action, we find that someone else has beaten us to the punch.

What are you debating right now?  Is it possible that it's time for the debate to end and that it's time to take action?

World Changer or Wannabee?

Most of my professional career I've been surrounded by the wannabees.  The wannabees are the individuals who crowd around the cubicles and chat because they hate going out and making sales calls.  The wannabees are the ones who leave the office first thing in the morning and head to the gym or the local coffee shop because the world's just too tough out there.  It's the wannabees who complain that they're left behind or worry about layoffs or wonder why they can't get the promotion they want.

World changers, on the other hand, go beyond what's expected and make a real difference.  They look at every situation as an opportunity.  World changers set goals -- high, difficult, challenging goals -- because they want to over-achieve.  World changers are eager to make a difference regardless of what stands in the way.  They don't wait for management or ownership to make changes; they make changes all on their own.  They learn to ask for forgiveness because waiting for approval is often too slow.  But they make things happen!

Maybe you're a wannabee reading this and you want to become a world change.  Or maybe you're a wannabee and this post just pissed off.  Either way, your response tells a lot about whether you're really ready to change the world.

Looking for Leaders

The problem today is we have far too many managers.  Managers, unfortunately, are sheep herders.  Their primary function is to maintain the status quo and make sure specific preset targets are met.  Managers don't think beyond the proverbial box; managers are instructed to keep everything inside the box.  Don't even think about coloring outside the lines.

In today's world -- in the economy, in politics, in business -- the world is looking for leaders.  Leaders who have the intestinal fortitude to make a solid decision and then take action.  We need leaders who take action and inspire change because the business model of yesterday isn't effective for today anymore.  We need leaders made of brass who will embrace new ideas regardless of where they come from and implement new strategies for success.

The world is looking for leaders.  Do you have what it takes to be one?  If so, step up and start making a difference!

Are you providing real value?

If you really want to grow and increase market share in 2010, then review what you are doing right NOW as well as how your activity plans for next year will help focus your efforts on providing real value to your current clients as well as those accounts you are pursuing.

One of the best ways to provide real value is through free educational events. What subject can you share with your clients and prospects about that will aid them in their business?  Who can you invite that can speak on a topic of particular interest to your clients and prospects?  By providing a free educational event, you position yourself not only as a subject matter expert, but as a resource that is willing to help businesses improve and grow.

The best part of this strategy is that it can be as simple or as complex as you want the event to be.  My favorite form takes place either at the beginning of a day with donuts and coffee or over lunch.  These tend to be times that work well for individuals, especially first thing in the morning prior to the distractions of the day.  Also, it's a low-cost approach to providing an event like this that won't break the bank or the budget.

Above all, the critical question is this:  What real value do you bring to the market?  What are you doing or can you start doing on a consistent basis to bring real value to the clients you serve as well as hope to serve in the future?  One of the best ways to separate yourself from the crowded marketplace of competitors is to provide value in unique ways -- value being defined as tools and ideas that will help your clients with their business.

Final tip:  Never leave a client's office without providing one idea that will help them in their business.  You will increase your value and strengthen your relationship with your clients.

Are You Drinking the Kool-Aid Yet?

I came across an interesting post in The Relationship Economy entitled Drinking the Social Media Kool-Aid? by Jay Deragon.  It's an interesting article; perhaps a little over the top, but good reading nonetheless.

Jay does make a great point that bears pointing out:

Social media is getting a bad name because most organizations think of it as “just another marketing channel” rather than taking the time to understand that communications and relationships drive, influence and produce everything: the good, the bad and the ugly.

Jay is right; social media is more than "just another marketing channel."  Too many companies approach Facebook, Twitter, and LinkedIn, among others, as just another ploy to market themselves.  In this way, the effort is nothing really different than radio, TV and newsprint advertising -- just another interruption.  The danger in taking this approach is that they miss out on the ability to build and develop social capital.  Social media is just that -- it's social.

I recently shared with a conference group that I was presenting too that they should look at social media tools as they do face-to-face networking events.  When you attend networking events such as business after hours, open houses, etc., you don't simply go and swap as many business cards as you can.  (Or maybe you do and that's the problem!)  No.  Those who successfully utilize networking events participate by spending quality time with a few key people building a relationship and identifying if there's a possibility of a long-term business relationship.  If not, both move on.  If there is, the relationship continues to be developed and strengthened.  Ultimately, if the fit is a good one, both parties achieve a positive outcome.

The same is true with social media.  Just having your name associated with the tool doesn't make it worthwhile.  And just because you have "friended" thousands of followers (like Ashton Kutcher), doesn't mean you have solid relationships with these individuals.  The relationships have to be developed.  You have to give something - regularly - to develop the relationship.  Trust has to be built.

If you approach social media as a relationship mechanism that is designed to bring you closer to your customers and your potential customers, you will find yourself on the right track.  If you, however, simply use it as a way of having a web presence and that's all, you might as well stop.  Because if this is your approach, like face-to-face networking, you might as well stay near the free drinks because that's all you're really going to get out of the experience.

Committing to Your Pipeline

One of the biggest challenges for sales professionals is dealing with a consistent pipeline.  At the core of the issue is the willingness of the sales professional to commit to daily activities that will build the pipeline.  Instead we get busy -- closing deals, following up, going on appointments, etc. -- and we fail to do one of the most important things that builds our career and our continued success.

Doyle Slayton of SalesBlogcast.com has written a great piece on this.  In his post, he outlines some of the key things he has committed to doing to build and invest in his sales pipeline.  Check it out here:  Committing to Your Pipeline